Chapter 02

The audit process: we learn your operation

Four weeks. Inputs: interviews, documentation, and software. Outputs: process map, revenue-impact model, and a prioritized build plan.

Audit Inputs
Interviews
5 stakeholders
  • C
    CRO
    1x60min · targets + comp plan
  • VR
    VP RevOps
    2x60min · systems + process
  • SE
    Sales Engineering Lead
    1x45min · demo + technical sales
  • T2
    Top 2 AEs
    2x45min · daily admin pain
  • DD
    Deal Desk Lead
    1x60min · approval cycles + exceptions
All sessions transcribed and tagged
Documentation
5 sources ingested
  • Sales playbook
    SOP
  • Comp plan
    Policy
  • Discount/pricing matrix
    Policy
  • CPQ rules
    Master data
  • ICP definition
    Reference
Indexed and queryable by agents
Software
8 systems mapped
SF
Salesforce
CRM
OR
Outreach
Engagement
GO
Gong
Conversation Intelligence
CL
Clari
Forecasting
HS
HubSpot
Marketing
Slack
Communication
SF
Salesforce CPQ
Quoting
AP
Apollo
Data enrichment
All systems connected
8
Systems mapped
19
Workflows analyzed
4,800+
Deals sampled
580K
Hours of manual work / yr
Automation map
Of 580,000 manual hours / yr
How much we take off your plate
Total identified manual hours, split between what we automate and what stays human
74%
Automatable · 428,736 hrs
151,264 hrs human
Of the 428,736 automatable hours, here’s what each agent contributes
Each bar floats at the running total. Built in priority order, summing to total automated.
0K107K214K322K429K+100KP1Deal Desk$14.4M+181KP2CRM Data$9.2M+56KP3Forecast$5.8M+61KP4Lead Route$5.2M+32KP5Partner$3.4M429Khrs / yrTOTALAutomated$46M / yr
P1Deal Desk Approval
78% automatable · $14.4M
P2CRM Hygiene & Data Capture
82% automatable · $9.2M
P3Forecast Prep & Variance
60% automatable · $5.8M
P4Lead Routing & Qualification
75% automatable · $5.2M
P5Vendor / Partner Comms
55% automatable · $3.4M
Stays human · judgment, negotiations, relationships151,264 hrs / yr remain manual
Implementation timeline20 weeks · then ongoing
Phase / Workflow
W1
W2
W3
W4
W5
W6
W7
W8
W9
W10
W11
W12
W13
W14
W15
W16
W17
W18
W19
W20
Audit
4 weeks
Interviews
Workflow map
ROI model
Plan signed
Build · workflows shipped in priority order
P1Deal Desk Approval
8w
P2CRM Hygiene & Data Capture
9w
P3Forecast Prep & Variance
10w
P4Lead Routing & Qualification
8w
P5Vendor / Partner Comms
6w
Operate
ongoing →
Next: Build Process